The Trouble with Buying Business
Many companies are tempted to win new prospects and grow market share through what they consider “strategic discounting.” There are a lot of rationalizations for this, and it usually involves a belief that we will[...]
Doubt Masquerades as Price Sensitivity, Redux
Doubt in your promises masquerades as price sensitivity. I’ve written about this before, but I continue to see this sales and pricing pitfall. Sometimes a customer price objection isn’t a price objection at all. They[...]
No Happy Glasses!
Recently, a client in a professional services industry told me these words: "We never discount without changing scope. If we change price for a customer, we remove something from the project." Call me a skeptic. [...]
Surprise? NO!
Everyone loves surprises. Except when it’s a nasty surprise. And sales people know this: customers hate price surprises. They feel like it’s a bait and switch. I see a clear opportunity for my clients to[...]
Customer Love Letters
When sales teams tell me they are limited in pricing power because of competition, they often cite competitive price match requests as a prime example. Customers offer a version of “Competitor XYZ down the street[...]
Price Increase TMI?!
I consistently see a problem with oversharing when it comes to price increases, pricing policies, and pricing in general. When companies make a price change, they feel it necessary to share, share, and overshare information[...]
Welcome to Boost!
We are thrilled to announce that Precision Pricing is now Boost. Recently, we undertook a rebranding effort to align our name, look, and message with our purpose: helping clients discover their true pricing power.[...]
You’ll Never Know Your Customer’s Walk Away Point Until You Know Your Own – PART II
Last time I talked about knowing your walk-away point. I asserted that you can’t know your customer’s walk-away point until you know your own. (Read the last post here.) Too costly, you say? You can’t[...]
You’ll Never Know Your Customer’s Walk Away Point Until You Know Your Own – PART I
You have to know when to walk away from a customer over price. I repeat: you must know your walk-away point. If you don’t know your walk away point, you will never find the customer’s[...]
The “Good Guy Discount”
Nothing heavy in this blog post, folks. Just a segment from This American Life about the ole' "Good Guy Discount." Thirteen minutes of listening pleasure to play in the background while you write emails or[...]
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